Senior Business Development Manager

Role: Senior Business Development - MarTech (Retail)

Work Location: Gurugram

Key Accountabilities

• Drive new business opportunities for MarTech, loyalty, and customer engagement solutions across CPG brands, grocery chains, and food retail ecosystems.
• Build and manage a qualified pipeline within key segments such as modern trade, supermarkets, hypermarkets, convenience stores, and D2C food brands.
• Identify decision-makers across marketing, digital, loyalty, CRM, e-commerce, and shopper marketing teams.
• Develop and execute go-to-market strategies tailored to CPG and grocery use cases.
• Lead end-to-end sales cycles including discovery, solution positioning, proposal development, and commercial negotiations.
• Position solutions around core industry KPIs such as repeat purchase, basket size, frequency, customer lifetime value, and trade promotion effectiveness.
• Work closely with product, presales, and delivery teams to craft targeted value propositions, demos, and business cases.
• Build strategic partnerships with CPG ecosystem players, retail tech vendors, data providers, and system integrators.
• Track trends in grocery, omnichannel retail, digital coupons, loyalty, and shopper engagement to refine sales strategy.
• Contribute to account planning, pipeline forecasting, and revenue targets.
• Provide market feedback to product teams based on client needs and competitive insights.

Mandatory Skills

• Bachelor’s degree in business, Marketing, Engineering, or related field.
• Experience: 9-12 years in Business Development, Sales, Account Management in Retail domain.
• Proven experience selling MarTech, loyalty, shopper engagement, or digital commerce solutions.
• Direct exposure to CPG, grocery, or food retail clients.
• Experience in consultative, solution, or value-based selling.
• Ability to build and manage complex sales pipelines.
• Strong presentation, negotiation, and stakeholder management skills.
• Experience working with cross-functional teams including product, presales, and delivery.
• Excellent communication and relationship-building skills.
• High ownership mindset with strong commercial acumen.

Desirable Skills

• Experience selling to large grocery chains, food retailers, or global CPG brands.
• Exposure to digital coupons, loyalty platforms, CDPs, campaign management, or personalization engines.
• Familiarity with trade promotion management or retail media ecosystems.
• Experience in SaaS or subscription-based MarTech solutions.
• Understanding of data, analytics, and AI-driven shopper marketing.
• Existing network within the grocery or CPG ecosystem.